The Behavioral Advantage

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What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena

Author:
Terry R. Bacon, David G. Pugh

ISBN:
9780814416709

Format:
Paper or Softback

Price:
$25.00

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Overview

Dealing business-to-business? You need to be on your best behavior.
"In their book Winning Behavior, Terry Bacon and David Pugh
showed how great companies outperform good ones through ""behavioral
differentiation"" -- going beyond superior products and dependable
service to connect with customers at every touchpoint. The Behavioral
Advantage broadens the concept, applying behavioral differentiation
to the business-to-business arena.

The best B2B companies depend on a multifront approach to business
interaction, and The Behavioral Advantage reveals the secrets
behind what is essentially a chess game with competitors. To win the
game, companies must develop a carefully plotted opening game, with all
internal values, policies, practices, and behaviors fully aligned. A
smart and efficient middle game lets the company build and strengthen
its position, and the endgame assures victory and lays the groundwork
for future business.

Just as individual customers do, B2B customers remember those companies
whose behavior consistently and significantly outshines even strong
competitors. These firms create a lasting advantage -- and reap the
profits that come with it."

About the Author

Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the
Lore Institute, a professional development and corporate education
company. They are the coauthors of Winning Behavior. Bacon is
also the author of Selling to Major Accounts and dozens of other
books, articles, and papers.

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We have very competitive discounts starting at 5 copies, as well as personal service, for bulk orders. Simply contact our Special Sales Department. Call 800-250-5308 or 212-903-8420 and ask for Special Sales. You can also email: SpecSlsWeb@amanet.org